Skillful Inspection Of Customers

The staff wishes to sell at every sale.

You can get orders with customers' signatures, but in fact, there are not many sales communications that you can actually get your orders, and there are many sales communications that are not clear, and not after you get the order, you have achieved the success of the sale. Maybe the customer simply does not intend to pay the money. If that is the case, are you "losing your wife and folding the army"?

In order to reduce ineffectiveness

To avoid the occurrence of bad debts, it is necessary for sales personnel to conduct a comprehensive survey of potential customers before communicating with customers, and then determine the real target customers.

Of course, we need to filter potential customers who have no demand for a long time.

If customers do not have such demand in a long time, salesmen should not invest too much energy in such customer contact.

The demand for this work is in the whole

The role of activities is very important.

Once the customer is satisfied with this demand, the salesperson should know how much the customer needs, so as to take appropriate communication strategies.

For example, if the customer's demand is large, there can be some room for quotation. If the customer's demand is small, we must seriously consider the cost that we pay.

When a customer determines that a target customer is in need of your product or service, you should further inquire about the specific expectations of the customer, so as to know how you can meet your needs. If you can not satisfy some special needs of the customer, you should take the following two ways to solve the problem.

Therefore, when persuading a customer, the salesperson must first understand the fundamental motive of the customer to produce these demands. If the fundamental motivation is very strong and has been deeply rooted, it is best to use this method carefully; if the customer produces these demands only for some kind of temporary action, and is not very strong, it can be skillfully controlled.

For example:

Besides, the addition of a barbecue function that is not practical for you will cost almost twice as much. "

In this case, the customer will appreciate your approach. Even if he or she does not buy your product this time, you will be the first choice for him or her when he meets your product characteristics. Even he or she will introduce more new customers to you.

Specifically, how to determine whether a customer has the right to purchase decision has been described in detail in "skill 9".

When making sure that the other party really has the right to purchase decisions, the salesperson should bring the content of communication to the substantive issues, otherwise, it is necessary to find a way to find customers who really have the right to purchase decisions, and then find the right opportunity to communicate.

If you find that your potential customers do not have enough funds to pay the money, you should be careful to avoid bad debts or bad debts.

If you confirm that your potential customers have such a budget and are fully capable of paying, you should also have a look at their consistent credibility.

If there is a problem in the credibility of the customer, the salesperson can strictly restrict the possible breach of contract when negotiating the contract amount.

If customer credibility is hard to protect, it is better to lose the deal and not to risk it. The larger the paction volume, the more serious the salesperson should consider these problems.

If a customer can negotiate details with you after a month, you can make use of this month's time to communicate with other customers, or make full use of this month's time to accurately grasp the needs and psychology of customers, so as to develop the most scientific communication strategy.

Too urgent to urge the target customers, on the one hand, is a waste of their time and energy, on the other hand, it may cause their boredom and suspicion.

Even the very stable old customers, their demand for products and services is also changing. Therefore, the sales staff should adjust the key management customers' objects at any time, update customer information in time, understand which customers' needs have changed, and which customers have the ability to pay problems.

In this process, the sales staff should make full use of the dynamic customer management system of the enterprise, and only by the efforts of the salesperson, it is impossible to grasp the dynamic change of customers one by one.

For example, some customers with less demand in the past may suddenly expand their production scale for some reasons, and their demand will surely increase correspondingly. Some of the customers you used to persuade didn't work, but now they find that he (she) has a very similar hobby with you. You can thoroughly explore this aspect, which is a chance for you to succeed in sales.